Capital Equipment Sales Representative

About the role

The Capital Equipment Sales Representative is responsible for driving profitable growth by developing new equipment business while expanding capital equipment sales within existing customer accounts. This role serves as the Company's dedicated capital equipment specialist, focusing on prospecting, identifying, qualifying, and closing new business opportunities while partnering with Consumables Sales Representatives to maximize account growth across both equipment and disposable product lines.

The representative will build relationships with ambulatory surgery centers, hospitals, and other healthcare providers by delivering consultative equipment solutions that improve clinical outcomes and operational efficiency. This position manages the entire sales cycle, from lead generation through proposal development, negotiation, implementation, and post-sale support while maintaining a disciplined sales pipeline and consistently achieving revenue and gross profit objectives.

Success in this role requires a proactive, hunter-oriented sales approach, strong business acumen, clinical product knowledge, and the ability to collaborate cross-functionally to deliver exceptional customer experience and accelerate the Company's capital equipment growth strategy.

What you'll do

Key Responsibilities:

• Develop and maintain relationships with existing customers to identify equipment sales opportunities, expand product utilization, and increase overall account revenue.
• Work in tandem with current Consumables Sales Reps to be an added resource within existing customer accounts.
• Serve as the primary equipment resource for customers by providing product recommendations, answering technical questions, and supporting the sales process from initial inquiry through implementation.
• Partner with Disposable Sales Representatives to identify cross-selling opportunities, coordinate customer outreach, and maximize total account growth across both equipment and consumable product lines
• Focus on closing New Hospital or Surgery Center Business within the Endo, GI, Gastro, Urology, etc. spaces
• Focus on driving Rigid and Flexible Scope Sales to New and Existing Customers.
• Achieve or exceed monthly, quarterly, and annual sales objectives, quotas, and gross profit targets.

Customer Relationship Management and Account Growth:

• Establish, build, and maintain strong customer relationships through consistent communication and disciplined follow-up.
• Address escalated customer issues, resolve account problems, and use customer feedback to improve the sales process and product positioning.
• Ensure customers receive seamless purchasing and post-purchase experience that supports retention and repeat business.

Product Expertise and Portfolio Strategy:

• Serve as the Company’s product expert across endoscopy imaging, rigid and flexible scopes & related product lines.
• Maintain expert-level knowledge of product features, clinical applications, competitive positioning, and customer use cases.
• Cross-sell additional products and lead new product introductions as portfolio additions become available.
• Remain current on industry, customer, and competitive trends, and translate those insights into territory-level sales execution.

Sales Playbook, CRM, and Operating Discipline:

• Implement the company sales playbook.
• Ensure consistent CRM usage (NetSuite), outreach standards, account planning, customer follow-up expectations, and deal management practices.

Cross-Functional Collaboration:

• Analyze market trends, customer needs, competitive dynamics, and product opportunities to identify territory growth areas.
• Work with the Manager to ensure sales priorities are aligned with profitability, customer experience, and long-term business strategy.

Qualifications

• Minimum of three (3) years of orthopedic capital equipment and/or endoscopy sales experience.
• Bachelor’s degree required.
• Demonstrated ability to relate to customers and constituents within the orthopedic and sports medicine market.
• Working knowledge of medical procedures, surgical workflows, and clinical terminology relevant to endoscopy imaging, resection, and capital consumables.
• Proven ability to achieve or exceed sales quotas
• Experience adhering to sales processes, CRM discipline, pipeline management, and structured sales operating cadences.
• Ability to analyze sales data, customer trends, market dynamics, and territory performance metrics.
• Proficiency in CRM System and Microsoft Office.
• Strong communication skills.
• Strong sense of urgency, self-direction, and competitive drive; able to work independently while collaborating with Consumables Sales Reps.
• Ability to perform effectively under pressure within a quota-driven sales environment.

OTE: $125,000